Cold Calling Tips for the Hesitant Dialer


The practice of placing unsolicited sales calls can be daunting for any business owner, but the truth remains that it’s still a fairly rewarding marketing technique.  So how do you increase your cold calling success while minimizing the discomfort you and the recipient feel?

In a recent article entitled “12 Strategies to Make Cold Calling Easier,” author Geoffrey James provides tips designed to help you prepare for the call, execute the call and follow-up the call.  The following are 6 of his 12 suggestions:

Before Placing Your Call

1. Pre-qualify your leads. It’s important that you shift through your leads to determine which will be more likely to retain your services.  Otherwise you might be wasting precious time on individuals who are not within your target market.

2. Call at the right time. Nothing can jeopardize your success like calling at the wrong time. James recommends early morning or late afternoon on Thursday while avoiding Friday altogether.

During the Call

3. Respect the customer’s time. Gratitude is a powerful thing, and if you communicate genuine gratitude to your prospective client for their time, they are more likely to keep you on the line.  And before launching your selling points, be sure you ask if now is a good time to for them to talk.

4. Move the opportunity forward. James explains, “Your first sentence of your script must communicate respect for the customer’s time…  The second sentence of the script should mention a customer-oriented benefit without providing details that would normally emerge later. ..”

After Your Call

5. Celebrate wins and losses. Not every call will be a success, and not all losses are straight failures if you’ve learned something from them.  Take the time to review your calls and determine what’s worked and what hasn’t.  After taking note, you can enhance your approach the next time you place a cold call.

6. Track your success rate. Unless you measure your success, you’ll never know whether or not you’re actually succeeding.  As you watch your conversation rates, you’ll be able to recognize times when your approach could be improved and then make the necessary changes.

Cold calling doesn’t have to be a miserable experience.  When you discover strategies that make it more rewarding, you’ll find it’s a great way to market your practice.  Take the time to enhance your approach now.

Master More Proven Marketing Techniques

Universal Accounting Center is in the business of helping build stronger, more profitable practices, and we can help you better market your services.  Through our Universal Practice Builder (UPB) program, you will be enable you to attract and retain more clients, enabling you to build a more lucrative practice.  Here’s just a sampling of what you will gain from enrolling in this phenomenal program:

  • A guarantee of $30,000 in new annualized billings in only 12 months
  • The skills to become a Profit Expert for each of your clients
  • 12 marketing strategies that you can implement immediately
  • A process which can produce 15 to 25 qualified leads per month
  • 3 months of coaching via telephone and Internet
  • Training to use QuickBooks to attract more clients
  • Access to a plan proven to help retain clients
  • 5 business assessments
  • A customized business website
  • An iron-clad guarantee

Master proven marketing techniques!  Allow us to show you how.  Call 1-877-833-7909 now to enroll in the Universal Practice Builder Program.



James, Geoffrey.  “12 Strategies to Make Cold Calling Easier.” 8 Sept. 2011

Table of Contents


Featured Articles

5 Small Business Do's and Don'ts _ (1)

Do’s and Don’ts of Small Business

5 Small Business Do’s and Don’ts : A Marketing Tool you can pass on to current and potential customers Note: We’re all about driving business into your doors. The following article is a marketing piece

Read More »

Recommended Reads

Tax Preparation Course

About How it works Testimonials Course Details Coaches Curriculum FAQs Apply Today More than just a Tax Preparation Course We focus on hitting your income & career goals. If you are like our students, you

Read More »

Professional Bookkeeper Certification Course

Get The Skills To Be A Bookkeeping & Accounting Professional     What is our Professional Bookkeeper™ Certification?   Many professions use designations and certifications to identify their areas of expertise. It recognizes individuals as

Read More »

Become An Enrolled Agent, EA

Become An Enrolled Agent, EA An enrolled agent is a tax practitioner who is licensed with the Internal Revenue Service to represent clients before the IRS. An enrolled agent is the highest credential awarded by

Read More »
QuickBooks Specialist Certification.jpg

QuickBooks Certification

Get the Skills to Be a QuickBooks Specialist QuickBooks Specialist™ Certification The Professional Bookkeeper’s Guide to QuickBooks is designed to teach anybody how to use QuickBooks. Whether or not you consider yourself a bookkeeping professional,

Read More »

Accountant Certification Programs

Get Certified in Accounting, Bookkeeping, Tax Prep, QuickBooks etc. Enhance & Grow Your Business Knowledge in as little as 4 Weeks with Our Accountant Certification Programs From employers to clients, everyone likes a financial professional

Read More »